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TASKCO Corporation
I nf [email protected]
886-2-8772-2583CONFIDENTIAL
e-Sourcing:
Picking up where ERP ande-Procurement Fall Short
June 1, 2001
2002/03/16
64157
2002 Spring, Week 4-1
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Todays Painful Reality
The first time you hear about a big purchase
is when you see the invoice.
Purchasing is considered the enemy by
your business units.
Best practices are for people with moretime.
Cycle time for sourcing projects can be as
long as 6 months.
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Agenda
What is Strategic Sourcing?Automating the Enterprise
e-Sourcing
e-Sourcing SolutionIntegration: Putting it all together
IT e-Sourcing
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What is Strategic Sourcing?
Strategic sourcing is a disciplined process
which organizations implement to moreeffectively purchase materials andservices from suppliers.
The process generates savings by reducingproduct and operations costs throughconsolidation of purchases, elimination of
duplicate and functionally equivalentparts, and rationalizing suppliers to theright number of partners.
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Evolution of Strategic Sourcing Solutions
Solution Capability
Sop
histication
ofEn
terprise
PointSolution
Vendors
Small andmedium sizedbusiness
Basic, hostedsoftware
No consultants
EnterpriseSoftwareVendors
Large enterprise,sophisticatedpurchasing group
Enterprise-classsoftware
No consultants
SourcingSpecialists
Large enterprise,
unsophisticatedpurchasing group
Limited software
Many consultants
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Why an Enterprise Automation SoftwareSolution?
An Enterprise Automation Solution:is a new class of product that complements (notreplaces) existing enterprise systems.
can be integrated with other enterprise systems formaximum value (more on this later).
gives unprecedented visibility into the sourcingprocess including sensitive expenditure data.
supports a consistent, disciplined process for sourcing.
empowers the people you have.
promotes enterprise-wide collaboration.
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Demand
Generation
Strategic
Sourcing
Transaction
Execution
Ordering
1. Requisition2. Approval
3. Order
e-Procurement
ERP
Processing
1. Issue PO2. Receive and Verify3. Approve Invoice
4. Payment Settlement
e-Sourcing
Sourcing Project
Spot Purchasing
Analyze
Orders/Spend
Assess
Marketplace
Select
Strategy
Build RFP
& Analyze
Responses
Negotiate with
Suppliers
Decide & Select
Supplier(s)
Create & Manage
Contracts
Assess Value &Vendor Performance
Strategic Sourcing is distinct from Transaction Execution
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Automating the Enterprise
Top-line SalesRevenue
ERP e-Procurement e-Sourcing
Operating Costs& Efficiency
Bottom-lineCost Savings
SFA / CRM
Only e-Sourcing focuses squarely on bottom-line cost savings(the 73% of purchasing savings opportunity). It is estimated thatevery $1 saved in sourcing is worth $5-25 in increased sales.
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Automating the Enterprise
Usual Order ofImplementation
1 3 42
EAI, reliabilityand scalability
e-catalognormalization,B2Bi standards
decision support,spend dataacquisition
Big TechnicalChallenges
systemsintegration,
personalization
accounting andorder processing
paper catalogsand requisitions
negotiations anddecisions
Nature ofAutomation
info consolidationand customer
communication
Big BusinessChallenges
cultural change to adopt new business processes(often driven top-down), politics of standards adoption
ERP e-Procurement e-SourcingSFA / CRM
The usual order of implementation follows the emergence of theseadvanced technologies. e-Sourcing automates more than putting paper
on the web; it automates human negotiations and decision making.
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Agenda
What is Strategic Sourcing?Automating the Enterprise
e-Sourcing
e-Sourcing SolutionIntegration: Putting it all together
IT e-Sourcing
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e-Sourcing Process
Sourcing-Ready
Suppliers
Market Making &
Event Support
Market discovery
RFI / RFP
RFQ, Reverse Auction
Negotiation
Decision Support Tools
Execution &Compliance
EnterpriseComplianceAnalysis
Needs DefinitionAggregation
RFxNegotiation
ContractEstablishment
SupplierManagement
fi i h i k
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Defining the e-Sourcing Framework.
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H i i l di
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However, sourcing remains a long, tediousprocess at most organizations.
Searching for/identifying appropriate suppliers (53%)
Managing/communicating preferred supplier list (7%)
RFQ development (10%)
RFQ response/receipt (7%)
Screening/sorting proposals (20%)
Contract negotiation (11%)
Average sourcing cycle = 3.3 months to 4.2 months
Source: Aberdeen Group
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Multiple Internet models target the sourcing cycle.
Requirements/supplier identification/evaluation
OpenRatings, Thomas Register, TPN Register, WorldPreferred.com, etc.e-Marketplaces
BizBuyer, Chemconnect, e-Steel, National Transportation Exchange,PlasticsNet, PartMiner, Ariba (SupplierMarket.com), etc.
Auction/exchange software
Commerce One (CommerceBid), Moai, OpenSite, Ariba(TradingDynamics), etc.
Aggregation/outsourced purchasing AlphaDog, Demandline, EDS/CoNext, ICG Commerce, etc.
Sourcing solutions/services Agile, eBreviate, Emptoris, FreeMarkets, Mindflow Technologies,
ShareMax, Webango, etc.
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Business negotiations need to determine theLowestTotal Costsolution.
The most effective companies will be those that canestablish the most efficient global supply chains at thelowest TOTAL COST. Includes sum cost of price, quality, technical expertise, delivery, etc.
Negotiations and sourcing decisions based on multiple
parameters to deliver the lowest total cost supply chain.
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Key negotiation functionality required for effectivesupport of true B2B interactions.
Multivariable negotiations Negotiations based on multiple parameters beyond just price,
including quality, delivery, warranty, and financial terms.
Multi-stage negotiations RFI RFP RFQ Award
Multi-threaded negotiations Back and forth buyer-supplier interactions
Synchronous supply chain negotiations
Ensuring purchases are not made without due consideration ofavailability/cost of services required to use and deliver theseproducts
S l ti S i f k
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Selecting an e-Sourcing framework.
Company: large enterpriseStrategy: purchase a negotiated commerce or e-Sourcing
application.
Company: mid-sizeStrategy: outsource sourcing of particular products to
procurement service provider.
Company: smallStrategy: leverage dynamic trading platform and supply
network of e-Market/exchange.
Strategic Sourcing Categorization
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Strategic Sourcing Categorization
HIGH
LOW
LOW HIGHTransactional Volume
Dollar Value
Leverage Purchases
Capital Plant
Strategic Purchases
Direct Materials
Marginal Purchases
Indirect Materials
Tactical Purchases
Indirect Materials
Purchase Category Examples
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Purchase Category - Examples
HighContract
Value
- Compressors
- Motors
- Process Equipment
- Construction Contracts
- Environmental Contracts
- Chemical Feedstocks
- Utilities
LowContractValue
- Local Services
- Emergency Purchases
- Incidental Materials
- Valves/Instruments- Office Supplies
- Computer Supplies
- Office Furniture
- Lab/Safety Supplies
- Electrical Supplies- Distribution Chemicals
Low Transactional Volume High Transactional Volume
Approach Capital Purchases
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ApproachCapital Purchases
HIGH
LOWTransactional Volume
Dollar Value
Capital Purchases
ERP
Procurement
Approach Direct Purchases
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HIGH
HIGH
Transactional Volume
Dollar Value
Direct Purchases
ERP+
Connection
ApproachDirect Purchases
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Approach Tactical Purchases
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LOW
HIGHTransactional Volume
Dollar Value
Tactical Purchases
Web Buyer
ApproachTactical Purchases
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Agenda
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Agenda
What is Strategic Sourcing?Automating the Enterprise
e-Sourcing
e-Sourcing SolutionIntegration: Putting it all together
IT e-Sourcing
Requirements for an e-Sourcing Solution
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Requirements for an e-Sourcing Solution
A complete, holistic solution includes:1. Expenditure Analysis
2. Project Management
3. RFP / RFQ
4. Reverse Auctions
5. Contract Management
6. Vendor Management7. Sourcing Workbench
Ideally, all modules are integrated anddesigned to work together
A Frictionless Sourcing Example
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ExpenditureAnalysis
Project, Contract,and Vendor
Management
Collaborative,online suppliernegotiations
A Frictionless Sourcing Example
RFP Proposal with Scoring Decision Support
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RFP Proposal with Scoring Decision Support
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E-Sourcing Software
QuickSource
QuickSource is the only e-sourcing solutiondesigned for sourcing professionals bysourcing professionals. This comprehensive
full-featured e-sourcing platform is local forautomating, streamlining and providingvisibility into the sourcing processes. Basedon the industry leading e-sourcingtechnologies developed by FreeMarkets,
QuickSource contains a robust set of featuresthat allow buyers to create and conduct onlineauctions right from their desktops
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E-Sourcing Software
QuickSource
Create re-usable templates forRequests for Information andQuotations (RFxs)
Collaborate with and manage suppliers
Create and run a wide variety of real-time, competitive bidding and
negotiation activities
Conduct offline negotiations
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E-Sourcing Software
QuickSource Add on Services
Market Operations Services
E-Sourcing Support Desk
QuickSource Supplier Training
QuickSource Rapid Implementation andDeployment
15 Days to e-sourcing process
QuickSource website readiness
QuickSource team readiness
QuickSource launch preparation
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FullSource
(E-Source Acceleration Program)Industry-specific program managementdrivenby a dedicated, experienced team who will helpdesign and implement a unique e-sourcingprogram for each customer
Expert e-sourcing servicesin hundreds ofspend categories
Information and knowledgeabout specificcommodities and supply market dynamics
FreeMarkets' industry-leading, real-time,advanced e-sourcing technology
24-hour technical and operational supportinover 30 languages
http://www.freemarkets.com/solutions/esourcing_svcs/fullsource/program_mgt.asphttp://www.freemarkets.com/solutions/esourcing_svcs/fullsource/esourcing_expertise.asphttp://www.freemarkets.com/solutions/esourcing_svcs/fullsource/intelligence.asphttp://www.freemarkets.com/solutions/esourcing_svcs/fullsource/technology.asphttp://www.freemarkets.com/solutions/esourcing_svcs/fullsource/gmoc.asphttp://www.freemarkets.com/solutions/esourcing_svcs/fullsource/gmoc.asphttp://www.freemarkets.com/solutions/esourcing_svcs/fullsource/technology.asphttp://www.freemarkets.com/solutions/esourcing_svcs/fullsource/technology.asphttp://www.freemarkets.com/solutions/esourcing_svcs/fullsource/technology.asphttp://www.freemarkets.com/solutions/esourcing_svcs/fullsource/intelligence.asphttp://www.freemarkets.com/solutions/esourcing_svcs/fullsource/esourcing_expertise.asphttp://www.freemarkets.com/solutions/esourcing_svcs/fullsource/esourcing_expertise.asphttp://www.freemarkets.com/solutions/esourcing_svcs/fullsource/esourcing_expertise.asphttp://www.freemarkets.com/solutions/esourcing_svcs/fullsource/program_mgt.asphttp://www.freemarkets.com/solutions/esourcing_svcs/fullsource/program_mgt.asphttp://www.freemarkets.com/solutions/esourcing_svcs/fullsource/program_mgt.asp8/12/2019 4 E Sourcing (1)
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FullSource
(E-Sourcing Software )Transformation bidding
Index bidding
Net Present Value (NPV) biddingMultiple Offering bidding
Rank-Only bidding
FreeMarkets is the only e-sourcing solutionprovider willing to share responsibility withan organization to meet its strategicsourcing objectives.
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FullSourceGlobal Market Operations
FreeMarkets' Global Market Operations Centers(GMOCs) are located in Singapore, Brussels,and Pittsburgh to service customers acrossworld markets
Coordinate and test events Develop andenforce market rules
Proactively monitor bidder connections andbidding activity
Provide surrogate bidding for any bidders thatexperience technical difficulties
Train and support all participating suppliers
Provide real-time event support
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Asset Management
Fast, market-based pricing when selling surplusassets
Quick, easy access to needed assets for buyers
A variety of sales venues, including Online AssetAuctions and Onsite Asset Auctions
Support by dedicated customer service teams
Ability to create a fair, neutral marketplace withequal access for all participants
Public or private access to a global assetdatabase and trading environment
FreeMarkets Online Asset Auctions
FreeMarkets Onsite Asset Auctions
http://www.freemarkets.com/solutions/asset_management/online_markets.asphttp://www.freemarkets.com/solutions/asset_management/onsite.asphttp://www.freemarkets.com/solutions/asset_management/onsite.asphttp://www.freemarkets.com/solutions/asset_management/online_markets.asp8/12/2019 4 E Sourcing (1)
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Intelligent Trading Networks.
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OnSite: General Motors
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Background: #1 automobile manufacturer Expenditures = $87 billion/yr.
30,000 suppliers worldwide
e-Sourcing strategy: 64 reverse auctions (Nov. 99 Sep. 00) Representing $500 million-plus of transactions
Including $10 million via forward auctions
25 different commodity types
Primarily commodity/low-engineered parts Events involved 470 suppliers
OnSite: General Motors
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Results:Typical savings of 3% to 30%
Reduced process cycles to 3 to 4 weeks.
WARNING: Bid transparency is notalways tobuyers benefit
Future plans:Multi-variable RFQ/evaluations
Multi-currency
Extend to more complex products
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Systems Integration
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Many e-Sourcing modules can add immediate
value without any enterprise systemsintegration.
However, large incremental value is realizedwith each integration including your ERP, e-Procurement, e-Catalog, data warehouse, andother enterprise systems.
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Agenda
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What is Strategic Sourcing?
Automating the Enterprise
e-Sourcing
e-Sourcing Solution
Integration: Putting it all together
IT e-Sourcing
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IBM e-Sourcing Business Hosting
What is IBM e-business Hosting
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e-business hosting includes a full spectrum of services that a customermay acquire from an external provider to support the deployment and
operation of their business processes and applications on the web.
The service might range from the basic provisioning of secure datacentre facilities, redundant network connectivity and equipment rackand floor space (co-location), to varying degrees of standard managed
services through to our focus on highly customised solutionsdelivering enterprise applications over IP networks.
e-business hosting is comprised of modular service elements that maybe selected by customers at any time in the life of the service
engagement as their hosting needs evolve.
Do more business up front, and secure your future business growth
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The Continuum of Hosting Services
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Level of IntegrationLow High
LevelofService
Basic
Complex
Hosting Services
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15.1%
15.1%
4.2%
11.1%
3.0%
3.7%3.1%
2.7%
2.3%
3.8%
1.4%
34.4%
IBM Global Services
Exodus
Verio
Next 10
Qwest
Digex
Global Center
PSI Net
GenuityWorldCom
EarthLink
Other
IBM's Web Hosting Revenue Share as of 12/31/2000
Source: IDC,4/2001
Recognised Leadership in the Market, and in the
scope of its e-business Hosted Solutions
Completeness of Vision
Challengers Leaders
Nich e Players Visionaries
ExodusExodus
AT&TAT&T
UUNetUUNet QwestQwest
GenuityGenuity
IBMIBM
DigexDigex
Data ReturnData Return
Cable & WirelessCable & Wireless
NavisiteNavisite
IntiraIntiraPSINetPSINet
Digital IslandDigital IslandEDSEDS
GlobixGlobix
As of 12/00As of 12/00
RackspaceRackspace
Abilityto
execute
Some of IBMs Customers
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Financial Services
Wingspan Bank
Citigroup, Inc.
JP Morgan
Moody's Investors Service
NYSE
TAHO CommerceGroup, LLC
CahootCommunications
GRAMMY Awards
Energy Argus
Telecom Italia
Bouygues
ISP/ASPAlerio
ASP-One, Inc.
Catapulse
Expansionet
Pragmatix
Travel/Transportation
ICSA T
Allied Holdings
Calberson
Retail/Services
Scoot
Wimbledon
Roland Garros
IKON Office Solutions
Infrascope
Macy's
Sears Roebuck &Company
Victoria's Secret
Tinde
Health Care
Eli Lilly
I-TRAX.com
CareTouch
Industrial
iStarXchange
Sony Electronics, Inc.
Danone
Thomson Multimedia
Aventis
Kellogg
BP
Telemarine
Public Sector
US Navy
GovernmentJobs.com
American SchoolDirectory
Foundation forEconomic Development
Universal Server Farm Architecture
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The Universal Server Farm v3
architecture delivers...Secure customer separation
Multi-layered firewalls
Consistent architectureworldwide
Enhanced scalability,rapid change
Option for dedicatedenvironment
Logical design to enablechange via software from
remote locationsCisco and other industryproducts, and proprietarymanagement tools
Switch and FirewallSwitch and Firewall
PrivateNetworks
InternetUser
Customer
Premise
Switch and FirewallSwitch and Firewall
Switch and FirewallSwitch and Firewall
Data LayerData Layer
Web LayerWeb Layer
Internet
e-business Hosting - a Fully Managed Service
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Standard Hardware Platforms
pSeries (RS/6000), AIX xSeries (Netfinity), NT, Linux
Sun, Solaris
Standard Application Servers WebSphere
Domino
Microsoft IIS Netscape
Granular Service Components
Custom Services
Systems Management Performance Management
Backup and Recovery
Applications: Siebel, Broadvision, SAP,Oracle, Websphere
Account Support Structure
Security
Keynote, SurfAid
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Delivering Applications over an IP Network
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Application Hosting Services
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Comprehensive infrastructu re and appl icat ion management --
prov ided by a team of e-bu siness experts
Custom hosting solutions
High-availability, high-volume sites
Complex security solutions
System integration
Web site design and development
Custom applicationsand services
Overall site responsibility
Applications, operating systems,servers
Database and applicationinstallation and configuration
Advanced monitoringPerformance, capacity and changemanagement
Design
Build
Test
Manage
Plan
Run
Hosted Applications
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Fully managed infrastructure for Buyand Supply, CRM, BI
Industry-leading hosting fore-marketplace applications
Seamless data flow for B2Btransactions
World-class support
Trading Partner enablingSingle point of contact
Global e-business presence
500k+ worldwide EDI-enabledpartners
Customers in 160 countries
Alliances with market-leadingapplication providers
IBM's Websphere
Ariba Technologies
i2 Technologies
SAP, Siebel, Broadvision, Oracle,
IBM hos ts many of the wor ld 's
leadin g e-markets
The Future: Building from Superiorb l
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Mana
gementServices
e-Hosting Capabilities to e-Sourcing
Bandwidth on Demand
Hosting Center Architecture
Hosting Facilities
Storage on Demand
MIPS on Demand
CustomerApps
e-markets
EDI
ASPs
Ariba/i2
WebSphere
SmallBusSolutions
Capacity On
Demand
Applications
Infrastructure
Advantage in Hosting
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Provide your clients with the safest, most secure and
complete application hosting offering Enhance your chances of Winning Deliver a better service to your client
Secure the on-going business
Many competitors are experiencing financialdifficulties Troubled providers need to raise capital to fund operations
Downsizing can affect client service
Too much is at stake to take a chance at being there when "the lights
are turned off"
What does e-Sourcing bring to?
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Work Processes For :RFx Creation and Development
Customizable Templates
Supplier Qualification / Vendor Management
Electronic Transmission of Specs, Documents,
Drawings Etc.E-bidding
Sealed Bid
Reverse Auction / Forward Auction
Expenditure/Bid Analysis
Conclusion
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73% of the potential cost savings are in sourcing yet today, sourcing is done completely manually.
If youre a large enterprise with a sophisticatedpurchasing group, enterprise software is the rightchoice.
If youre choosing enterprise software, you needa holistic solution that addresses the entiresourcing process.
Efficient & Effective Procurement
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Everyone on the same platform (intellectually &
physically)Global scope
Choosing & using e- tools to help enable
improved work processSupplier consolidation / leverage
Avoiding the maverick purchase
Measure results
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